‘Sold on a philosophy that wins sales’ - The Daily Telegraph 3 August 2006

Rob Barham, the CEO of TACK International shares his philosophy that salespeople should always be on the lookout for opportunities to help their customers grow their business.

This week’s Telegraph column ‘My best deal’, illustrates how when Rob, in one of his first sales roles as an account manager for DHL, made a real difference to a DHL customer in the financial sector. By getting to know the detailed operations of Midland Bank’s travellers’ cheques process in Spain, Rob proposed a change to the pick-up points for cheques direct from the resorts. This meant the bank could deposit cheques more quickly and earn extra interest.

TACK’s philosophy is to really understand your customer’s business and to always think around the problems to work out how to serve the customer better.
 
Sales people should think about their part in building the company’s credibility as a whole. The customer has numerous contacts with others apart from sales. So salespeople should make a point of sharing and exchanging knowledge with other departments to create better opportunities of winning the respect of their customers.

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